Further Comments The one about selling stories (ft Ben Chiriboga)
In this episode of Further Comments, hosts Damien and Horace are joined by Ben Chiriboga from Nexl to discuss how to effectively sell to lawyers in the age of artificial intelligence. They explore the dynamics of the crowded legal tech market, the role of storytelling in sales, and how Nexl’s CRM solution addresses the unique needs of law firms. The conversation delves into the complexities of relationship intelligence, the importance of data, and the intersecting roles within law firms. Tune in to hear valuable insights on demonstrating value to skeptical lawyers and the future of legal tech.
00:00 Introduction
00:46 The Role of Rainmakers in Law Firms
01:56 The Power of Storytelling in Sales
02:48 Challenges in Legal Tech and CRM Solutions
05:17 Understanding Law Firm Dynamics
08:16 Effective Sales Strategies and Personas
09:28 The Importance of Data in CRM
14:50 Roles and Profitability in Law Firms
17:34 Understanding the Dynamics of Messaging
18:10 Challenges of Selling to Law Firms
18:53 Crafting a Compelling Story
19:41 Startup Storytelling Strategies
20:23 Product Market Fit and Storytelling
20:38 Understanding Market Personas
21:47 Tailoring Messages for Different Legal Personas
23:12 The Importance of Data in Legal Tech
23:52 Solving Small Problems to Expand Market
29:43 Demonstrating Value to Skeptical Lawyers
30:24 Optimism in Legal Tech
34:31 Closing Thoughts and Reflections